How we change what others think, feel, believe and do
Memories: Are you Making Them With Clients?
Guest articles > Memories: Are you Making Them With Clients?
by: Drew Stevens
Did you ever wonder why the phone does not ring? Do you ever panic when prospective individuals ask you what you do and your struggle with your delivery? There are reasons why many struggle with what to say to prospective clients:
There is a solution to this issue and it is called the MEME (sounds like team). So what is this incredible tool?
A meme is an idea, behavior, style or message else that enters into your community and creates additional community and interest. Different from the way it is spelled a MEME does not create anything about you, however it does create output based messages that illustrate the value and benefits clients get from doing business with you.
If you follow a template I will share with you, you can use it to generate eye opening and memorable methods for clients to become attracted to you.
A meme can be used for:
Because your MEME illustrates the value you will need to use it to help communicate your brand and create the allure you desire for your business. Yet the best part of this is once it is developed you can use it throughout your integrated marketing communications.
So what does a MEME sound like?
Here is a MEME from one of my clients. “Hi nice to meet you. I am Dr. Ron and I work with men and women aged 37 to 55 who suffer from the ill effects of stress. I provide a unique process that reduces stress and provides increased mobility and flexibility!” Naturally the next statement you will hear is, “My Gosh how do you do that?”
Now how does that sound versus the rote, “Hi I’m Ron, I’m A Doctor.” Or , “Hi I’m Ron, I’m in Insurance.” Or , “Hi I’m Ron. I’m and Electrician.” Not to say there is anything wrong with these professions but there is something wrong in the delivery. One they’re boring. Two you sound like everyone else. Three it is stereotyped so that people instantly dismiss you and four, it is inward focused and says nothing of what you provide to the client.
Here are 7 things you can to do help develop a MEME:
© 2011. Drew J Stevens PhD. All rights reserved.
Drew Stevens Ph.D. President of Stevens Consulting Group is one of those very rare sales management and business development experts with not only 28 years of true sales experience but advanced degrees in sales productivity. Not many can make such as claim. Drew works with sales managers and their direct reports to create more customer centric relationships that dramatically drive new revenues and new clients. He is the author of Split Second Selling and the founder and coordinator of the Sales Leadership Program at Saint Louis University. Contact him today at 877-391-6821.
Contributor: Drew Stevens
Published here on: 25-Nov-11
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